Key Account Manager

Menarini Stemline; País Vasco; Presencial; EUR 75.000 - 110.000; Jornada completa

Descripción de la vacante

Menarini Stemline is seeking a Field-Based Key Account Manager in Haematology for Spain. You will lead development and execution of territory plans, engaging key stakeholders and aligning with commercial and medical teams.

You will drive formulary access, build relationships with HCPs and payers, monitor performance, and represent the company at local and national congresses. The role offers high autonomy and visibility with strategic impact on our Haematology portfolio in Spain.

Formación

• Minimum 5 years in pharmaceutical industry with 3+ years in field-based Oncology/Haematology sales.
• BA or BSc degree, preferably in life science.
• Strong knowledge of the Farmaindustria Code of Practice.
• Ability to develop deep product, therapy area and competitor knowledge for effective promotion.
• Proven track record in account planning, project management and delivering sales targets.
• Solid understanding of the Spanish SNS environment and stakeholders.

Responsabilidades

• Achieve and exceed sales revenue targets in the defined territory.
• Develop and gain senior leadership endorsement for territory business plans including opportunity analysis.
• Engage cross-functional teams to build and execute plans with clear accountability.
• Implement approved territory business and account plans.
• Build long-term relationships with key HCPs, payers and SNS management at hospital and regional levels.
• Drive formulary and protocol/guideline inclusion and rapid adoption.
• Monitor performance against sales targets and adapt plans to maximise opportunities.
• Manage budgets and resources to maximise ROI.
• Provide market insights to marketing to keep strategies customer-focused.
• Represent the company at local, national and international congresses and meetings.
• Act ethically and in line with Stemline values and Farmaindustria Code.

Conocimientos

Pharma sales

Oncology/Haematology

Account planning

Cross-functional teams

Negotiation

Influencing

Analytical skills

Educación

Life science degree

Descripción del empleo

Key Account Manager - Haematology

Location: Field Based in Pais Vasco

Opportunity

We are seeking a Key Account Manager who thrives on high-level scientific exchange and the sense of reward achieved from bringing a first-in-class treatment to patients and the impact this has on their and their family's lives.

It is a role with an extremely high level of autonomy, visibility, and the unique chance to influence how both the asset and Stemline are positioned and perceived in Spain.

The successful candidate will be responsible for finalising, adapting and the successful implementation of Key Account Plans, in order to achieve sales targets for their newly defined territory, and will report to the National Sales Manager, Haematology.

Responsibilities

• Achieve and exceed sales revenue targets in the newly defined territory.
• Finalise and gain senior leader endorsement for territory business plans which should include a business opportunity and environment analysis, SWOT, stakeholder profiling and influence mapping, MDT/DMU membership, current formulary and treatment protocol status, competitive and clinical trial landscape, value-added service opportunity, target customer prioritisation and action plan.
• Engage wider cross-functional team members in medical, market access and commercial teams to build the plans and then agree on functional accountability for actions and tactics.
• Implement the approved territory business and account plans.
• Build long-term mutually beneficial relationships with key stakeholders including HCPs, payers and Spanish Healthcare System (SNS) management at both the hospital and Autonomous Community level.
• Drive formulary and protocol/guideline inclusion and then rapid adoption in the identified market opportunities.
• Monitor and review performance against sales targets and KPIs, proposing plan amendments to overcome barriers and maximise opportunities at an account level, and being agile as the environment changes.
• Manage budgets and resources in order to maximise return on investment.
• Provide in-field insights to marketing and commercial colleagues so that marketing and omnichannel strategies, plans and tactics remain customer-focused, relevant and prioritised.
• Represent the company at local, national and international congresses and meetings to promote our products and enhance our collective reputation.
• Behave in an ethical and compliant manner that is consistent with Stemline core values and the Farmaindustria Code of Good Practice.

Knowledge, Experience and Skills

• At least 5 years of experience in the pharmaceutical industry, with at least 3 years in a field-based Oncology/Haematology Sales (KAM) role.
• BA or BSc degree, ideally in life science.
• Thorough understanding of the Farmaindustria Code of Practice.
• Ability to develop a deep level of product, therapy area and competitor knowledge to ensure the optimal promotion of Menarini Stemline's assets to Spanish HCPs.
• Demonstrable track record in account planning, project management, cross-functional working and innovative thinking and importantly delivering sales targets.
• Sound knowledge of the Spanish Healthcare System (SNS) environment, organisations, systems, practices and management structures.
• Must be self-motivated, commercially savvy, with strong analytical, negotiation and influencing skills.
• Must be comfortable with engaging all SNS stakeholders at all levels of seniority.

Behaviours

• Accountable: we want our KAMs to think 'my business, not the business'.
• Entrepreneurial: happy to experiment and learn, not afraid of failure.
• Team player: willing to share fears and ideas and involve wider team members in decision making and problem solving.
• Change leader: happy to be visible and to communicate the need for change and then model the way in that change.
• Integrity: will always do what's right - for the patient, the customer and the company.
• Hands-on style: willing to do what's necessary to get things done.

Menarini Stemline is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.